On The Flip Side

What started as a LinkedIn poll morphed into a lively discussion about whether sales folks should shut shop during the holiday season. Pradeep says there are ways to make the most of this time.   

“During the rest of the year, you are net fishing. Now you have the time, bandwidth and mental capacity to go rod fishing and land the exact customer whom you’d like to talk to in the next financial year.”  

Pradeep is the VP of Sales at Wingman. He is also the founder of SaaSSales.io.   

In this episode, Pradeep talks about how the holiday season can be fruitful for sales teams:  

- How to use the holiday season to your advantage 

- Top ways to build your pipeline during the holiday season 

- The right way to do video prospecting

The trick to nailing a cold email is knowing how to go about writing one. If you think cold emails are just spam, you need to listen to Stan. Because folks, cold emailing is not dead.   

Stan is the cofounder at Intro.so, a Chrome extension that shows you sales lead research on prospects on your Google Calendar. He also founded Opara, a lead generation and account-based marketing agency, in 2018. Stan is also an ex-pro Olympic athlete!   

In this episode, you’ll get to know about Stan’s compelling take on cold emails:   

- The benchmark for a good cold email 

- The function of CTA in a cold email 

- Tips to make cold emailing work

Still using old formulas in a new market where your buyer is already armed with all the knowledge they need? Maybe it's time to move to a new way of selling with value, says Brent Keltner.  

Brent is the founder and President of Winalytics, a go-to-market- and revenue acceleration consultancy that helps companies build their go-to-market strategy across sales, marketing and customer success teams. Before starting Winalytics, Brent spent more than decade as a revenue leader in enterprise to early stage companies. He’s also a Phd in social sciences from Stanford University.  

In this episode, Brent talks about the top 3 trends to look out for in 2022 and more: 

- Programmatic prospecting 

- A mindset shift in selling 

- The basics of any good go-to-market strategy

Sales is not seen as a profession for women even today.  

Listen to Kasturi Das Talukdar talk about her experience of being a woman in sales and what needs to change.  

Kasturi is the Director of Business Development at Whatfix, a digital adoption platform that helps enterprises enable their users to quickly adopt any software application thereby eliminating the time spent in referring multiple resources for help and support.  

In this episode, Kasturi gets candid about what it takes to succeed as a woman in sales.  

Learn about things like:  

- The societal taboos for women in sales and what needs to change. 

- How to make the most of mentorship opportunities. 

- Her experience as a young graduate working in the Middle East.

"Sales development is like a sport. You can't be good at only one or two things to succeed. You need to be good at all of it."  

Tito Bohrt is the CEO of AltiSales, which offers world-class training for SDRs. AltiSales helps companies build and revamp their prospecting muscle in a data-driven way, from creating outbound strategy, conducting data research, developing cold calling scripts, and finally outreach via LinkedIn, SMS, or direct.  

In this episode, Tito gets candid about what it takes to succeed in an SDR role.   

Tito talks about:  

- SDR salaries and the great resignation 

- Hiring top talent across the world 

- How you can get started with prospecting and sales 

- Latest trends in prospecting

"Marketing just needs to take a leap of faith."   

Alex Boyd is the Founder and CEO of RevenueZen, a marketing agency that help startups understand how to craft their Go To Market strategy.   

In this episode, Alex shares his top learnings from his experience of running his own marketing company:  

- Keep your prices appropriate! Don't undersell yourself! 

- Find the right partners and employees. 

- If you're tooo married to attribution, you'll miss out on the best marketing opportunities.

"As women in leadership positions, we have an obligation to help the next generation of women leaders to find their seat at the table."  

Dr. Cindy McGovern is the CEO and Founder of Orange Leaf Consulting, which specialises in helping companies grow their business through assessment, planning, training, execution and measurement.  She’s also a passionate public speaker and loves to present new ideas in sales strategy, personal development and leadership.  

Join Dr. Cindy as she dives into how women in sales can raise their hand and find their seat at the table.  

Learn about things like:  - What's really holding you back from reaching up - How to push forth in the face of resistance - How you can empower the next generation of women leaders

"As a woman who sells, a lot of times I walked into those rooms as the first and only woman. So you find a way to still be yourself but find a way to connect with everyone in the room. And no one in that room is trying to figure out a way to connect with you. They're trying to figure out a way to get you out of that room, right? So it was my job to find a way to connect with everyone in the room so that I could build those relationships that I needed to be successful."   

Listen to Joyce Johnson tell it like it is - on the flip side.   

Here's what you will learn:  - How to use what you have and raise your hand. - How you can become a better ally for women in sales. - How setting up employee resource groups might help.  

Joyce is a 7-time author, speaker, coach & founder of the Why Sales Network, which includes training, podcasts, webinars and other sales programs to empower the next generation of sales leaders in the B2B space.

"When I started out in sales 30 years ago, I was the only woman on my team!"   

So much has changed since then, and so much needs to change.  

Listen to Jennifer talk about finding your humble confidence as a woman in sales.   

- How can you find and become a good mentor. 

- How can you become a better ally for women in sales. 

- How a lack of confidence might be holding you back from leadership roles.    

Jennifer Fisher is a senior sales leader and currently VP of sales at Worldstrides, which provides educational travel and experiences to students. Jennifer has spent almost 30 years in recruiting, hiring, training and managing high-performing sales teams.

Sales prospecting today is a tough job. You need to connect more, convince more, and ultimately, sell more.  

Join Matthew Roberts, who leads on sales development at Mosaic Tech, as he reveales his holy grail for winning as an SDR.  

Hint hint: It has a lot to do with grit, coachability and creativity.